What It Truly Means to Lead Your Clients
I’ve been thinking a lot about this lately.
We are meant to lead our clients through the process, but what does that mean? Does it mean we make all of the decisions and are solely responsible for the results? Are our clients supposed to fall in line and follow us, no matter what? Because after all, we are the experts and if they just do it our way, it will be better for everyone.
But is that true leadership?
I see agents lamenting that their sellers won’t ‘get on board’ with their 28 step listing process or that their buyers ‘aren’t realistic’ about what it takes to win.
What if leadership was providing information and allowing clients to make the best decisions – for them?
Some sellers want to their home to look like it belongs on an episode of Million Dollar Listing and to know that they maximized every dollar out of their sales price. Some just want to sell it as is and move on.
Your job as an agent is to ask the questions that uncover their true goals and motivations. From there you can present options on how they can get there and support them with whatever decision they make.
And yes, because sometimes the option the client chooses doesn’t work out quite the way they planned – part of leadership is having a solid plan B in place for them.
No matter what – life is better, clients are happier and you will sleep better when you control the process and THEY control the decisions.
To your success!
Nicole
Signup to receive Nicole's blog posts via email weekly:
Other Posts
The Real Reason We Started Experiences vs Stuff for the Holidays
We’ve been doing experiences vs stuff with the boys for years. This year we are in Palm Springs loving the sunshine. It’s a tradition we all look forward to. We’ve gone all sorts of places: Maui, Boston, New York, Costa Rica, and Ireland just to name a few. On the last night, we pick a…
Read More
Action Plan vs Business Plan
Is it just me, or does business planning overwhelm you? I’ve tried doing a traditional plan over the years. One where you: Set an income goal Figure out your average price point and income Use that to calculate the number of sales required Break it down to how many referrals to convert to appointments to…
Read More
A Common Misconception About Mindset and Energy Work…
It doesn’t mean you’re happy all the time. Pretending that ‘it’s all good’ when it’s not isn’t helpful. I’ve been doing a lot of teaching around this in my masterminds lately, and it really hit home for a lot of people this week. Emotions are meant to be felt – all of them. They are…
Read More
The #1 Question Agents Don’t Ask, But Should
If I told you one question could lead to happier clients, and more sleep for you would you add it to your conversations? I’ve coached hundreds of agents, and every time I bring up this one question it ends up in a blank stare followed by – I never thought to ask that. Ready for…
Read More
If You’re Afraid To Take A Vacation Because You’ll Lose Clients – Read This
You’re ready for a vacation, but there’s a voice in your head telling you now is not the time. You have clients that might need help. Or, you don’t have any clients and can’t risk being gone when they finally call. You’re afraid that if they even get a hint that you are somewhere else…
Read More
Your Business Is Meant To Support Your Life Not BE Your Life
Here’s what most agents think when they get into real estate: This is going to be amazing! I now have unlimited income potential, the ability to set my own hours, and live a great life. And then one of two things usually happens: You either get busy and push off life until things calm down…
Read More
Announcing The Prosper Mastermind: The Secret to A Profitable Business and An Amazing Life
It’s been a heck of a year. You’re proud of yourself for having made it this far. You’ve got lots to celebrate, but if you’re being honest, there are some things that need to change if you’re going to keep doing real estate going forward. Maybe its: Income consistency – The feast / famine thing…
Read More
Expand Your Window of Opportunity
Crisp mornings, pumpkin spice lates, leaves that change to vibrant hues of gold and orange – and a clock that seems to tick louder by the day when it comes to income goals for 2024. Welcome to Fall. In the past, I would get really anxious right about now. I would look at the calendar…
Read More
A Message From Your Future Self
There is a future you who is glad you never gave up. Keep going! Things may not be as dire as wanting to give up, but September can bring a sense of urgency in real estate. You look at the calendar and realize there is only so much time to make close transaction before the…
Read More
It’s Okay To Opt Out Of The Conversation
It’s been 2 weeks since the NAR settlement. How’s it going? Scratch that – don’t answer that. Better yet, don’t ask the question in the first place. Yes, there have been major changes in our industry. The impact to our business, depends on who you ask. I’ve talked to agents who: Can’t get Sellers to…
Read More